How To Sell Anything To Anybody - Joe Girard - ***

How To Sell Anything To Anybody

Top 5 ideas:

Be flexible. Offer different things to different people based on their desires.
Every prospect you turn off will turn off many more.
Sell to everybody you meet. Make sure everyone knows what you sell.
They like what you sell if you like what they have.
Make friends and they'll work for you. Give friends incentives and they'll work harder for you.

If you have a good deal on something people want, your salesmanship skills don't matter that much.
Good salesmen know what they want and really want it.

List prospects. Gather information. Write it down. Take advantage of prospects' networks.
Your best prospects are repeat customers.
Every prospect you turn off will turn off many more. Do nothing that would make someone regret buying from you.

Salesmen resent other salesmen.
Don't join the salesmen's club. Use all your time to make opportunities.
You are battling against everyone who is trying to sell anything to your customer.

Make friends and they'll work for you. Give friends incentives and they'll work harder for you.

Make sure everyone knows what you sell. Sell to everybody you talk to.
You don't need to make deals with people; just let them know, every once in a while, that you have something for them any time they need it.


Getting someone else to recommend you gives you a good first impression.
Synergize with other people's businesses. Get them to bring customers to you.

Discerning people are proud of their ability to find deals. These people have influence and will let everyone they advise know where they found that good deal.

A good gift is one that reminds someone of you every time they use it
.
Nobody is "just looking". They're all after something.
Ask people why you couldn't help them if you can't see your mistakes.

Get people to relax by doing something small and unexpected for them.
Be observant. Watch for signs that indicate the customer's likeliness to purchase your product.
The most common reason for losing a customer who seemed really interested is not listening enough, not watching his face and body movements.

They'll like what you're selling if you like what they have.

Anything expensive can make people question how you pay for it.

Avoid flags that trip people's defenses.
Do not compete with the customer in any way.

People have general wants with specific pieces. As long as the general want is taken care of, the specific pieces aren't that important.
Be flexible. Offer different things to different people based on their desires.

Spot delivery: essentially locking someone into a deal by giving them the item before the arrangements have been finalized.

The most effective ways to bring in customers cost money.

Nobody sells everybody.